TIME MANAGEMENT AND ACHIEVEMENT STRIVING INTERACT TO PREDICT CAR SALES PERFORMANCE

Authors
BARLING J KELLOWAY EK CHEUNG D
Citation
J. Barling et al., TIME MANAGEMENT AND ACHIEVEMENT STRIVING INTERACT TO PREDICT CAR SALES PERFORMANCE, Journal of applied psychology, 81(6), 1996, pp. 821-826
Citations number
33
Categorie Soggetti
Psychology, Applied
Journal title
Journal of applied psychology → ACNP
ISSN journal
00219010
Volume
81
Issue
6
Year of publication
1996
Pages
821 - 826
Database
ISI
SICI code
0021-9010(1996)81:6<821:TMAASI>2.0.ZU;2-8
Abstract
Recent research (T. H. Macan, 1994) questioned the importance of time management in predicting performance. The authors tested the hypothesi s that time management behaviors interact with achievement striving to predict car sales performance. On the basis of data from 102 salespeo ple, moderated regression analyses supported that hypothesis. There wa s a significant interaction between short-range planning and achieveme nt striving. Results show how time management is related to job perfor mance under conditions of high motivation.